Episode 36 · March 16, 2026
Episode 36 - The 3 Things Every MSP Needs to Grow
With Brian Gillette and Tim Conkle
Most MSPs don’t fail because of technology.
They stall because the fundamentals of growth aren’t in place.
In Episode 36 of The MSP Sales Podcast, Brian Gillette is joined by Tim Conkle to break down the three foundational elements every MSP needs if they want to scale beyond survival mode.
This conversation dives into what separates MSPs that plateau from those that build real momentum - and why many owners focus on tactics before these core pieces are actually in place.
In this episode, you’ll hear:
→ The 3 foundational ingredients every growing MSP needs
→ Why leadership maturity determines the ceiling of your business
→ Why sales and marketing discipline matters more than tools
If your MSP feels stuck, overwhelmed, or inconsistent in growth, this episode explains what needs to change first.
EPISODE HOSTS
Brian Gillette
Brian Gillette, the founder of Feel-Good MSP, stands out in the Channel with his unique, empathy-driven approach to sales and client relationships.
Formerly a VP of Sales for an MSP, his expertise now shines as a consultant, where he transforms traditional sales tactics with a focus on understanding and meeting client needs.
Renowned for his strategies in overcoming sales objections, Brian champions selling outcomes over technicalities, emphasizing value, trust, and the importance of peace of mind and productivity for clients. His dynamic, client-centered philosophy makes him an invaluable asset in the MSP landscape.
He is the host of The MSP Sales Podcast and author of the book, "How to Sell a Sh*tload of Managed Services: Without Selling Your Soul"
Tim Conkle
Tim Conkle holds over 30 years of entrepreneurial success in the Information Technology and Services sector. As Founder and CEO of The 20 MSP, a leading consortium revolutionizing the Managed IT Service Provider industry with national scale and 38 acquisitions since 2022, he is dedicated to developing simple, solid IT solutions for SMB clients and MSPs across the nation. His notoriously energetic nature, along with his deep-rooted passion for technology, has helped him forge solid customer relationships built on trust, dependability, and service.
Tim currently serves as President & CEO of Roland Technology, President of the Board of Directors for Cytracom, and is a member of the Forbes Technology Council and Entrepreneurs’ Organization (EO).